ASPAC SAP Sector Relationship Director
KPMG in Singapore is part of a global organization of independent professional services firms providing Audit, Tax and Advisory services. We operate in 143 countries and territories with more than 273,000 partners and employees working in member firms around the world. Each KPMG firm is a legally distinct and separate entity and describes itself as such. KPMG International Limited is a private English company limited by guarantee. KPMG International Limited and its related entities do not provide services to clients.
ASPAC Regional Team
Roles in the ASPAC Regional Team play an integral role helping KPMG firms meet our collective Trust and Growth ambition. They are responsible to promote consistency and collaboration so that KPMG Inspires Confidence and Empowers Change for our clients. This role presents an exciting opportunity to build relationships with senior leaders across KPMG firms throughout the Asia Pacific region.
The role
The SAP Sector Relationship Lead will be responsible for the sales performance of their alliance in the territory with a given industry focus (such as Financial Services, Infrastructure/Government, Retail / Manufacturing). They will identify, propose, progress, and win customer engagements based on KPMG value propositions, namely Powered/Connected/Trusted, and SAP technology in the designated territory within Asia Pacific. To do this, the successful candidate will work with regional KPMG solution architects & local KPMG Member Firm client service team to create and manage a pipeline of business opportunities with large clients across the industry leveraging the Regional and in-market Sector team. You will be playing a crucial role helping build a major alliance and will be integrated in a dynamic team culture offering internal networks, deep subject matter expertise and support.
It is anticipated the successful candidate will allocate time as follows:
Business Development (60%):
- Network with Sector teams and Clients, understanding their challenges and how KPMG solutions with SAP technologies can address those needs.
- Develop a working understanding of the firm’s wider offerings, key sector trends / client issues and needs, along with competitor positioning to effectively support relevant regional opportunities
- Work closely with Alliances Directors in shaping and qualifying opportunities linked to regional priority solutions.
- Establish an internal network of KPMG partners across the ASPAC region and globally with the aim of facilitating ongoing regional sales efforts.
- Actively explore ways to add more value to client opportunities (e.g.cross-functional solutions) with a focus on bringing a whole of KPMG approach to the offering
- Act as a role model for Business Development and Sales in the region, sharing knowledge of sales and relationship management and promoting best practice.
Pipeline Management and Opportunity Progression (40%):
- Develop and own a regional strategic pipeline of opportunities for SAP in ASPAC. Ensure these are entered into the CRM used by the local Member Firm as early as possible.
- Provide written input into RFPs (Request for Proposal), to support the SAP Business and Solution Architect.
- Prepare updates for the Regional Deals Board (RDB) and templates for monthly business review with regional stakeholders.
- Engage across the Advisory, Alliances, KPMG Delivery Network (KDN) and Clients & Markets teams to identify and commit appropriate resources to support client pursuits and bid responses
- Drive win/loss debriefs
Deliverables and accountabilities
Key performance indicators will include:
- Regional pipeline & bookings YTD (year to date)
- Regional opportunity conversion rate YTD (for opportunities supported)
- Value of opportunities developed by KPMG and approved in SAP’s deal registration system
- Qualitative feedback from regional stakeholders
Skills and experience
The successful candidate must be able to operate in a matrix organisation, work collaboratively and influence the actions of partners and staff across the ASPAC region. The candidate needs to have strong and proven relationship building skills, combined with resilience, cultural awareness, and diplomacy to achieve stakeholder engagement. The role will be sector-agnostic, however deeper expertise in Banking, Industrial/ Manufacturing, Consumer/ Retail, Energy & Natural Resources and/or Government sectors will be an advantage.
- Strong record of accomplishment of growing bookings from technology solutions working within a professional service or corporate environment
- Previous experience with SAP or strong demonstrated experience with related ERP/ Supply Chain/ Procurement solutions.
- A growth mindset, Ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
- Excellent interpersonal, organisational and communication (written and verbal) skills
- Strong and proven relationship building skills, able to engage with senior leaders with confidence
- Ability to collaborate, co-ordinate and facilitate work in a team environment
- Strong understanding of services and relevant content across the firm
Leadership and behaviours
- Role models purpose-driven and values-led leadership. Consistently demonstrates KPMG values Integrity, Excellence, Courage, Together, For Better
- Inspires others by developing and motivating others, being an advocate of inclusion and connecting individuals by building collaboration
- Demonstrates a growth mindset by growing self, others and relationships through self-awareness, innovation, and an exceptional client experience
- Makes an impact by driving quality, bringing strategic perspective, and tackling complex decisions by exercising sound, ethical business judgement
Only shortlisted candidates will be contacted by KPMG Talent Acquisition team, personal data collected will be used for recruitment purposes only.
At KPMG in Singapore we are committed to creating a diverse and inclusive workplace. We believe that diversity of thought, background and experience strengthens relationships and delivers meaningful benefits to our people, our clients and communities. As an equal opportunity employer, all qualified applicants will receive consideration for employment regardless of age, race, gender identity or expression, colour, marital status, religion, sexual orientation, disability, or other non-merit factors. We celebrate the different talents that our people bring and support every staff member in their journey to achieve personal and professional growth. One of the ways we do this is through Take Charge: Flexi-work, our flexible working framework which enables agile and innovative teams to help deliver our business goals.